Regional Sales Manager - West Coast

As an Sales Manager for Pharmaceuticals & Nutraceuticals, you will lead our efforts to grow revenue in these dynamic markets across the Western United States. This customer-facing role offers you the opportunity to drive growth by delivering innovative, compliant, and value-driven solutions. You will develop key accounts, execute regional go-to-market strategies aligned with Coperions global objectives, and collaborate cross-functionally to shape deals and ensure customer success. If you're passionate about making a difference in a fast-growing industry and thrive in a strategic, customer-centric environment, this is your chance to be part of a purpose-driven organization shaping what matters for tomorrow.

Region: Western US

Key Accounts: Pharmaceutical and Nutraceutical Manufacturing

What You'll Do:

• Own order intake, revenue, margin, and pipeline targets for the Western U.S. region.

• Build and maintain a strong pipeline; manage forecast accuracy, coverage ratios, and quarterly commitments within CRM.

• Expand share-of-wallet at strategic Pharma/Nutra accounts; identify and win new logos in priority segments such as OSD, liquids/semi-solids, and nutrition powders.

• Map buying centers and develop multi-threaded relationships, orchestrating executive engagement to foster long-term partnerships.

• Lead the sales cycle from discovery and URS clarification through proposal, negotiation, and close, ensuring solutions are compliant, compelling, and aligned with customer needs.

• Partner with Product Management, Engineering, Proposals, Service, Legal, and Finance to shape deals and deliver integrated solutions.

• Drive internal alignment on pricing, T&Cs, delivery timelines, and risk management; lead bid/no-bid decisions for complex pursuits.

• Analyze market trends, competitor activity, and regulatory changes; recommend segment focus, campaigns, and channels.

• Provide the voice of the customer to inform product roadmaps, standard solutions, and marketing content, supporting Hillenbrand's growth in innovative nutraceutical manufacturing solutions.

• Promote solutions optimized for small batch sizes, rapid changeover, and hygienic processing-key advantages in the growing nutraceutical market.

• Adhere to pricing guardrails, discount policies, approvals, and contracting standards (Incoterms, warranties, performance guarantees).

• Maintain CRM hygiene and contribute to regional reviews and global pipeline calls.

• Partner with Marketing on campaigns, industry events, demos, and references.

• Host customer visits, FAT/SAT pre-alignments, and webinars to support demand generation.

• Ensure a seamless handover to Project Execution with documented assumptions, clarifications, and risk mitigations.

Team:

• You will be part of Coperion's Pharmaceuticals & Nutraceuticals sales team, reporting to the Regional Sales Lead Americas. This team is dedicated to providing innovative, compliant solutions tailored to the unique needs of the rapidly growing nutraceutical industry-such as small batch processing, rapid changeover, and handling sensitive ingredients.

Basic Qualifications:

• Bachelor's degree in Engineering, Life Sciences, Business, or related field.

• 7+ years of B2B capital equipment sales experience, including 3+ years selling to Pharma and/or Nutraceuticals manufacturers in the Western U.S.

• Proven success managing long-cycle, complex system deals and achieving order, revenue, and margin targets.

• Strong understanding of Pharma/Nutra production processes (blending, conveying, dosing, granulation, containment, cleaning/validation).

• Familiarity with cGMP, hygienic design, URS/RFQ processes, FAT/SAT, and quality documentation.

• Demonstrated negotiation, solution selling, value pricing, and contract structuring skills.

• Proficiency with CRM (e.g., Salesforce) and MS Office tools for pipeline, forecast, and reporting.

• Excellent communication and stakeholder influence skills.

• Self-directed, organized, reliable, and capable of operating effectively in a matrix environment.

• Willing to travel 40-50% across the Western U.S., with occasional trips to other regions..

Preferred Qualifications:

• Advanced degree (MBA or similar).

• Experience in Pharma/Nutra equipment or process technology.

• Ability to build business cases and ROI analyses for customers.

• Experience supporting product roadmaps, standard solutions, and marketing initiatives.

• Multilingual abilities are a plus.

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Who we are:

Coperion is an industry leader in compounding and extrusion, feeding and weighing, bulk material handling and service, bringing a wealth of know-how and experience to the market. Customers benefit from Coperion's divisions of Polymer, Equipment & Systems, and Service that are optimally networked on a global basis to offer ultimate support in the design, manufacturing and implementation of ideal systems. Staffed by engineers, chemists, technicians and a variety of industry experts, these Divisions form a powerhouse of process solutions for their customers.Coperion is an Operating Company of Hillenbrand.

Hillenbrand (NYSE: HI) is a global industrial company that provides highly-engineered, mission-critical processing equipment and solutions to customers in over 100 countries around the world. Our portfolio is composed of leading industrial brands that serve large, attractive end markets, including durable plastics, food, and recycling. Guided by our Purpose - Shape What Matters For Tomorrow - we pursue excellence, collaboration, and innovation to consistently shape solutions that best serve our associates, customers, communities, and other stakeholders. To learn more, visit: www.Hillenbrand.com.

EEO: The policy of Hillenbrand Inc. is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity/expression or veteran status. Additionally, Hillenbrand Inc. and our operating companies are committed to being an Equal Employment Opportunity (EEO) Employer and offers opportunities to all job seekers including individuals with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, email us at recruitingaccommodations@hillenbrand.com . In your email, please include a description of the specific accommodation you are requesting as well as the job title and requisition number of the position for which you are applying. At Hillenbrand, everyone is welcome to apply and "Shape What Matters for Tomorrow".